The workshop is based on the "Private Board Meeting". In a delicate and beautiful atmosphere, it releases pressure, discusses hot topics of women and pain points of social freshmen, and excavates the gold mine of "important issues". Here, the "Misi Whampoa Club" uses well-designed questions to stimulate innovative thinking and action, and to draw on the energy and learning motivation of regional women for the future. Speak in the talks, learn in the talks and solve problems in the talks. ...
Yang Zhen, chairman of Shanghai Haiyun Women Entrepreneurship and Employment Guidance Service Center, served as coach, Gu Yueming, deputy director of Shanghai SME Listing Promotion Center, and Zhou Jie, founder of Qiao Jiechuang Entrepreneurship Service Public Welfare Platform, were invited as guidance experts.
At the beginning of the activity, Ms. Mu, Senior Marketing Director of Polar Chain Technology, shared her experience of returning to the workplace from the standpoint of women. As the mother of a 1 year-old baby, she encourages women to embrace life with a positive and happy attitude, and at the same time supports women to strive for harmonious development between the sexes and contribute to the cause of gender equality. Then, Jin Ming, founder of Polar Chain Technology Video++ and chairman of Polar Chain Technology Group, shared the cooperation cases with 65% domestic traffic platforms such as iQiyi, Tik Tok and Panda since the establishment of 20 14 Company. At present, Polar Chain Technology serves 420 million UV4.2 users every month, and its annual revenue has reached 500 million yuan.
Subsequently, the presiding coach, Mr. Yang Zhen, introduced the process of the workshop in detail, and guided the female entrepreneurs to introduce themselves one by one, and put forward the entrepreneurial problems that need to be solved urgently. After collective voting, the focus of this discussion was selected-how do start-ups negotiate with their partners? Around this topic, this issue of Diamond (questioner) provides specific cases:
Diamond started its business last year, mainly developing and selling educational toys. The team has internet genes, strong execution and strong supply chain management ability. At present, it is a combination of online and offline channels and has achieved good results. In order to enhance the added value of products and expand the market boundary, she expects to upgrade the products from simple toy sales to "science and education courses+materials". However, due to the research and development ability of the team at this stage, she expects to achieve her goal by cooperating with other curriculum development institutions. However, in business negotiations, she is confused about sales commission and copyright ownership.
According to the actual situation of "diamond", everyone peeled cocoons from all angles and made an in-depth analysis. But the problems expounded by "diamond" are not necessarily the real problems it faces. We need to see the roots hidden under the iceberg from the questions raised now, and learn to see the essence through the phenomenon. Therefore, the essence of the workshop is to constantly train everyone to learn the ability to look at problems at a deeper level, analyze problems, ask questions, define problems and solve problems.
Under the guidance of the coach, after two rounds of efficient questioning, everyone thinks that the root of the "diamond" problem lies in:
1, leaders lack the ability of business negotiation, and business negotiation requires certain skills and methods.
2. Start-ups are weak in their own strength, and their products lack core competitiveness and highlights.
3. Poor brand promotion and poor publicity effect.
4. The competitiveness of its own system is insufficient, and the market pricing positioning is vague, which leads to the confusion of sales subcontracting.
5. The cooperation mode is flawed and no suitable partner has been found.
6, lack of long-term plans, a little quick success.
7. The business model is unclear and the product advantages are not obvious; Lack of partner information.
Under the guidance of the presiding coach, the partners and on-site consultants at the meeting spoke and discussed enthusiastically. Through two rounds of questioning and problem analysis, Diamond was helped to find the blind spot, explore the root of the problem, and finally put forward targeted opinions and suggestions for Diamond based on his personal experience:
1, business negotiation is not a speaking skill, but whether you can bring the other person what he needs. Understand and give full play to their own superior resources and accurately grasp the needs of partners.
2. Collate the list of partners and identify key partners by classification, such as early education centers and kindergartens.
3, product polishing. Relying on our own products, we will create products with brand characteristics and attract consumers. Starting with the analysis of disadvantages, we should make up for the disadvantages as soon as possible and avoid the "short board effect". Do a good job in brand promotion, use online and offline mode, comprehensively promote and improve brand influence.
4. Improve market competitiveness. Understand the market pricing, calculate the profit according to the pricing, make a good project budget, and then improve the market competitiveness.
5. Don't ignore the power of non-profit organizations. Deepen cooperation and exchanges with non-profit organizations, promote resource sharing, and bring products and services to communities and schools.
6. Change the way of cooperation. Start-ups can consider finding a teacher who lacks marketing ability to cooperate, focus on product development and improve their core competitiveness when their own ability is not strong. Or consider joining a course, relying on the development of the system to create explosive products and open the market with single products.
Step by step. Don't bite a fat man, step by step, develop yourself first, and then consider cooperation when you are mature, so as to win more chips for future negotiations.
8. Accurate positioning. Consider whether to make products or services, and find a market entry point that suits you and conforms to the current situation of enterprise development.
The two consultants who participated in the whole process also put forward specific opinions and suggestions according to the situation they have mastered:
First, enterprise cultivation-clear business model and expand income sources.
The so-called business model, that is, two questions: what is Ming's source of income? What are the potential sources of income that can be developed? Start-ups should not worry about how to share funds with partners, but should find ways to expand their income sources. A single income model cannot be sustained, so we should try our best to tap the potential sources of income and increase the weight of negotiation.
Second, business negotiation.
(1) preliminary preparation
1, intelligence gathering: the so-called, know yourself and know yourself, and win every battle. In the process of business negotiation, the more you know about your partners, the more you can take the initiative in negotiation. Grasp each other's real needs and situations; Understand each other's negotiation purpose and bottom line; And we should predict the expectations of our partners.
2. Pack your chips: Pack your own resources and strength and prepare for negotiations. Know what resources you have now and what resources you will have in the future. Talk about zero-risk cooperation with the other party when they lack chips in their negotiations; With the increase of their own bargaining chips, they constantly improve their requirements for partners.
(B) the principles of business negotiations
1, principle of complementarity: (1) personality complementarity; (2) complementary resources; (3) complementary advantages.
2. The principle of adjustability: All contracts are time-limited. In business negotiations, agreed agreements, shares and contracts should not be comprehensively framed for a long time. Because business cooperation with partners needs time to run in, and then constantly adjust and modify, and finally find an optimal cooperation model.
Third, self-made start-ups should be good at integrating resources and learn to borrow boats to go out to sea.
1, resource integration. Business negotiation should learn to integrate resources from 0 to 1. For example, in the absence of a course R&D team, this issue of Diamond can try to find a teacher who is capable but has no courage to go it alone, which is more in line with the development status of the enterprise. Make use of existing resources, integrate the fields that both sides are good at and jointly develop the market.
2, self-created. Collect the existing products on the market, integrate the existing resources and package them into a comprehensive product concept. Then find a partner to conduct business negotiations, and then do it after talking about it.
3. * * * Creation. This issue of Diamond is in the education industry. There are mothers and women in the same education industry participating in the activities. They are all potential partners of Diamond. Mothers who are willing to sign up for courses are consumers and investors who can develop. If we can encourage them to give some money and become LP (Limited Partner) of "diamond" together with investment and crowdfunding products, then there is no need to worry about funds; The latter has resources. If they become the GP (General Partner) of "Diamond" and enjoy the enrollment channels, then the market will not worry. It is suggested that Diamond polish itself, enhance its influence, and then find a partner of * * *. On the basis of mutual understanding and trust, unite and form an alliance to create bargaining chips.
Subsequently, the participants also expressed their views on this activity:
Diamond Speech: Thanks to Mis Huang Puhui and Hai Yun, the empowerment of two big coffee teachers! The form of the workshop let me open my heart and gain growth. Share three feelings: First, enlarge your heart: every woman has n different labels, change her identity to be the best one, reduce emotional energy consumption, and let us make better choices. 2. Persistence: We visited the polar chain technology with a valuation of over 65.438 billion US dollars. The five-year development tells us that it is very important to choose the right direction and persist in doing things, so as to withstand loneliness and prosperity. Third, fight for the future together: thanks to the guidance of sisters, the teacher's overall business negotiation skills have benefited a lot. Finally, I hope the sisters can hug each other for warmth and create a loving career together!
Ms. Z: Thank you, Miss Huangpu Club of Huangpu District Women's Federation, and Hai Yun. Every activity can make me learn a lot, love has no borders and unite as one!
Ms. W: Sometimes, it's not that one activity really solves any concrete problems. One activity after another makes me more and more aware of myself and starting a business!
Q: Four new women started their careers with professional knowledge, ideas, courage and love for their children and families. We don't want 996 and 007, but pursue the all-round and healthy development of individuals, families, careers and socialization.
Ms. D: Communicate with a group of passionate entrepreneurs, stimulate new ideas and good ideas through brainstorming, and broaden your horizons and refresh your mind through the guidance of entrepreneurial instructors!
Ms z: I have participated in many activities. I was a little white when I first came here. Thank Haiyun for taking me all the way to grow up ~
Ms. L: With the protection of many immortals, I feel more confident and calm. Miss Huangpu will set up a stage, and Haiyun's Immortal is powerful, and all the fairies are full of energy and have their own strengths.
Ms. Z: I am grateful to Huangpu Women's Federation and Haiyun for providing us with very good opportunities for learning and communication. I am also fortunate to have many energetic four new female friends, and I have gained a lot!
Ms. Y: I have benefited a lot. Several teachers are humorous and insightful ~
Ms. Z: A tailor-made workshop for female friends to start a business! All dry goods!
M: Ms. I like this kind of activity, and I thank the Huangpu Women's Federation for building a platform for Misi Huangpu Hui, so that excellent and attractive women in the workplace have the opportunity to get together!